Commercial and Fleet Billing?

[tacoma2]

Okay, I have my new kit....
Going to some training later this month to catch up on the newest techniques, but I still have some questions I couldn't find by search.
Do I bill or go through ACT, Lynx, Safelite etc. the same as I would any other repair or do I bill in some other manner for Fleet repairs?
Also, what's the best way to get Fleet and/or Commercial accounts?
Thanks all for the encouragement on my other post.

Greg Owen
tacoma2

[mafsu]

The choice on whether to go through A.C.T. or join a network is a personal one. A.C.T. seems to be a good deal for someone just starting out. I have never used them so i'm sure others who have can give you better advice on this, As for fleet and commercial accounts usually the best way to go about it is cold calling. That is unless you know someone who can give you an in somewhere. I always tell new guys that local D.O.T locations are great for new guys. Lots of vehicles and they aren't as picky about the appearance of the repairs in their trucks(usually just looking to keep them from cracking out).

[GlassStarz]

Every Fleet account is different some are price driven others quality and convenience I find the best way is to feel them out introduce yourself look and act professional. You can get a sence of what a customer needs by asking questions, The easiest account to get is the one that doesnt use anyone now and can be sold on the value "The cost of 10 repairs is about the cost of one windshield mr customer so if my being here saves you only one windshield per 10 I fix you break even any more is pure profit in you pocket"
A pretty easy sale actually
The price driven guy is easy to get but hard to keep he moves for just about anything so be warry of the easy account you will drive by one day to see someone else fixxing chips.
All of them want very little contact with you but lots of attention to thier needs so the easier you make it with the least amount of distraction the better.

Sometimes you think you have a account locked up and boom someone else is doing thier work dont let it bug you new people come in mgrs etc and want to reinvent the wheel and prove the previos guy didnt know squat
I recently lost a car dealer and couldnt figure out why finaly found out the GM requested it I look around ask questions only to find out he recently married a woman I used to date HMM now thats the first time that one came up Its like im paying her support now $250 a month and no kid to play ball with every other weekend:x The moral of the story never count on fleet accounts they come and go for varios reasons. now retail pays better you work less and by the time the guy whos windshield you just fixed figures out you know his wife youve been paid and are gone

[StarQuest]

tacoma2,

I've personally never experienced a fleet account that required any insurance approval. Most fleet insurance companies don't cover repair or replacement cost on a shield. Don't expect quick payment either....30-45 days is the norm. Fleet accounts are nice to have but expect to work every weekend including Sundays or after 6pm weekday evenings during the summer months. If your serious about making money in repair, fleets should only be 30% of your services. Mix it up.....with insurance claims and used car lots and you'll probably be OK.

You can try and cold calling on new fleet accounts but my suggestion is to set up demo on the phone first. Ask for the fleet maintenance manager or equal. These guys always tend to be very busy or under stress and simply just walking in without a prior appointment might piss them off! Your presentatation should be both very professional and very short. Look at their fleet vehicles and find 2-3 repairs for demo you know you can make shine. Let them choose which one they want. Make sure they see the damage before ya fix it!!!! That's the key! If your good.....demo should sell itself and get you more work.

[scratchy]

I went all around many rental car agencies and used car lots here in S. Texas a while back and found something interesting. The rental agencies replace shields 100% for any stone chip at the cost to the renter's auto insurance. They don't care to repair. The top end used car lots replace 100% for any damage and have a certain guy they use. No repairs either. The lower end lots sell the cars with broken shields and leave it up to the customer to demand a new shield at time of sale or try a repair, thats where I might come in but haven't had any calls yet. I pointed out several cars on the lot at one place with repairable damage and they had no interest in paying anything while it sits on the lot. Anybody else in an area like this?

[Hooky]

Just wondering how far south? I spent 5yrs working around Corpus,Laredo, Freer, Cotulla and further down in the valley. I know that going into the valley was a lot harder for me than lets say San Antonio. The deeper south I would go the harder it would be do my job but the more fun I could have. (thats another story) I have found that business here in Oklhoma where I now live is totally different and the poeple are as well. So if your close to San Antonio, try there or a lil north. I'll bet you will see a different mindset and business practices.
Goodluck!

[paintlessplus]

I have a friend that sells high end cars at a local dealership. He told me that they have had chip guys stop in that did questionable work. I explained to him that breaks are like snowflakes- none are exactly the same, and sometimes you can do everything right but the final cosmetic results may not be as good as you had hoped. I tell my retail customers that the goal is to save the windshield so they don't have to replace it or pay a deductible later, and cosmetics are secondary. This method is to undersell and then over acheive. With car dealers cosmetics are extremely important . Thats's the only reason for your being there. As you gain experience you'll be able to possibly spot the tougher repairs. For example, advise them to not expect a miracle on a large combo in the critcal area. I think that too many inexperienced techs in the past have participated in the "earn as you learn program" at fleet and dealership expense. Practice- get confidence in the quality of your repairs- and then offer a free demo as StarQuest suggests. Some of these guys have been beat up and need to be impressed. Good Luck. Bob

[StarQuest]

scratchy,

If your trying to land some rental accounts you'll need to do some research to locate the proper contacts. Just going into these places and talking to the front desk people will get you nowhere. They could really care less about helping your business or save their company money. In the Detroit area all the rental centers I know of....have always choose repair before replacement.

Dealerships in this area are about 50-50 with repair over replacement. Some believe in it and others are totally against it! As for the ones that are against, it probably has more to do with a previous bad experience with another WSR repair guy that did either shabby work or may have cheated them. Regardless, even if they tell me no....I'll still always offer a free demo. Kind of hard for them to turn down something free! That's what sells them.....if your demo looks good and you keep going back once a week they'll usually end up giving you some work. Once they trust you they'll most likely give you everything. Persistance and showing them your determination is the secret!!!

Goood Luck!

[GlassStarz]

Part of my rent at the Carwash I work out of is to take care of his rental car fleet(biggest in 3 states). With rentals its simple if the repair isnt invisible it doesnt count! When the car is sent to the auction if a repair is noticable the unit is charged for a replacement at more$ than if the franchise had done it at his facility.
Prior to my going into this buisness full time a couple years ago I was a carsaleman for 20+ yrs My last job was Highline (Audi/VW/Acura) again if the repair isnt invisible windshield would have to be replaced customers paying top dollar expect to see no flaws.

[CPR]

Where I live the dealers will only do cars less than 4 years old with less than 50k miles on them. The repairs dont have to be perfect, but you better be close. They just dont want a customer to see it and wind up replacing the glass. You have to ask yourself when going in to places is who has to pay for the windshield if it is replaced. Dealers will have it come out of their pocket where rental companys will hold the customer responsible.